Head of Sales, US Financial Institutions
TRM Labs, New York, NY, United States
Build a Safer World. TRM Labs provides blockchain analytics and AI solutions to help law enforcement and national security agencies, financial institutions, and cryptocurrency businesses detect, investigate, and disrupt crypto‑related fraud and financial crime. TRM’s blockchain intelligence and AI platforms include solutions to trace the source and destination of funds, identify illicit activity, build cases, and construct an operating picture of threats. TRM is trusted by leading agencies and businesses worldwide who rely on TRM to enable a safer, more secure world for all.
The Head of Sales, US Financial Institutions will lead TRM’s go‑to‑market strategy for Banking and Financial Institution customers across North America. This leader will oversee a team of Account Directors driving deep engagement within the US Private Sector market—accelerating revenue growth, expanding TRM’s presence within major financial institutions, and elevating our expertise in stablecoins and financial crime risk management.
We’re looking for a strategic, customer‑obsessed sales leader who can blend operational excellence with market vision—building scalable systems, developing high‑performing teams, and driving impact in a fast‑moving environment. This individual will be fluent in the financial institutions ecosystem, capable of navigating complex procurement, compliance, and partnership structures to close multi‑million‑dollar enterprise deals.
Impact You Will Have
Scale TRM’s Financial Institution Business: Build and execute a strategic sales plan to achieve ~$6M in annual revenue, expand share of wallet within key accounts, and position TRM as the trusted partner of choice for blockchain intelligence across the FI ecosystem.
Lead and Develop a High‑Performing Team: Recruit, coach, and enable Account Directors focused on Financial Institutions; shorten ramp time, raise product fluency, and ensure consistent quota attainment.
Strengthen TRM’s Market Presence: Deepen relationships with executive stakeholders across banking, payments, and compliance; champion TRM’s insights through thought leadership and customer advisory engagement.
Drive Operational Excellence: Build repeatable sales motions and scalable infrastructure for pipeline management, forecasting, and RFP response—sustaining TRM Speed while ensuring discipline and precision.
Partner Cross‑Functionally: Work with Marketing, Product, and Customer Success to align market feedback, shape GTM initiatives, and accelerate product adoption across the Financial Institutions segment.
What We’re Looking For
10+ years of enterprise SaaS sales experience, including 5+ years leading teams selling into large North American Financial Institutions.
Proven track record of consistently exceeding $5M+ annual revenue targets in highly regulated or compliance‑driven markets.
Deep knowledge of Financial Institution operations, procurement processes, and decision‑making hierarchies; ability to navigate complex buying centers.
Expertise in financial crime, AML, sanctions, or compliance technology strongly preferred; stablecoin fluency a plus.
Demonstrated leadership excellence—motivating teams through clarity, accountability, and urgency.
Strong communicator and storyteller who can translate technical capability into strategic value for C‑suite stakeholders.
Highly adaptable, self‑directed, and data‑driven, with the ability to operate effectively in dynamic, high‑growth environments.
Collaborative mindset with proven success working cross‑functionally to close strategic, multi‑stakeholder deals.
About The Team
The North America Private Sector team operates with a high‑performance mindset grounded in collaboration, ownership, and urgency. We share competitive insights, deal strategies, and customer learnings freely—accelerating collective success. We communicate primarily through Slack, meet weekly for 1:1s and team syncs, and join monthly Pod sessions with our extended GTM organization.
Our team predominantly operates in the EST timezone, with some members in PST. We start our day around 8:00 am and typically finish after 5:00 pm. While we may work beyond standard hours when necessary, we deeply respect family time and strive not to intrude on it. We're committed to contributing whenever needed, ensuring our team's success isn't confined to a 40‑hour workweek.
Learn About TRM Speed In This Position
Rapid Enablement: Reduce new rep time‑to‑ramp below the GTM average through hands‑on coaching and systems thinking.
Accelerated Pipeline Generation: Develop and launch at least two targeted sales campaigns per quarter, focused on Banking and FI pipeline acceleration.
Operational Rigor: Maintain sub‑1‑week RFP response turnaround and consistent forecasting accuracy across your team.
Customer Impact: Deliver at least two net new FI client wins within the first six months through strategic, high‑quality execution.
Life at TRM We are building a safer world. That promise shows up in how we work every day.
TRM runs fast. Really fast. We’re a high‑velocity, high‑ownership team that expects clarity, follow‑through, and impact. People who thrive here are energized by hard problems, experimentation, and direct feedback. If something takes months elsewhere, it often ships here in days.
That pace isn’t for everyone. If you are optimizing primarily for consistent work‑life balance, use the interview process to pressure‑test fit. We want teammates who thrive here, not just survive here.
AI Fluency at TRM AI fluency is a baseline expectation at TRM.
We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks.
At TRM, AI Fluency Means You Are Among The Top 10 Percent Of Operators In Your Function In How You Apply AI To
Accelerate repeatable workflows
Structure and solve problems
Improve output quality
Increase speed and leverage
You will be evaluated on applied AI fluency during the interview process.
Leadership Principles
Impact‑Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly.
Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday.
Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger.
Interviewing at TRM: How We Hire and What Success Looks Like
Driving critical investigations that can’t wait for typical business hours.
Shipping products in days when others would schedule quarters.
Partnering with teams across time zones to deliver insights while the story is still unfolding.
Building new solutions from first principles when the playbook doesn’t yet exist.
Protecting victims and customers by tracing illicit activity and disrupting criminal networks.
Join our Mission At TRM we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast.
TRM is a Series C company with $220 M in total funding, backed by Blockchain Capital, Goldman Sachs, Bessemer, Y Cooper, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed‑first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.
Privacy Policy And Additional Information By submitting your application, you are agreeing to allow TRM to process your personal information in accordance with the TRM Privacy Policy.
Our typical hiring cycles for specialized roles span 24 to 36 months. Accordingly, we retain your personal information for up to 36 months to evaluate your application and to consider you for current and future employment opportunities, unless you request earlier deletion or a different retention period is required or permitted by law.
To notify TRM Labs that you believe this job posting is non‑compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance.
We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form.
Recruitment agencies TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third‑party agency or company without a signed agreement.
Learn More Company Values | Interviewing | FAQs
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The Head of Sales, US Financial Institutions will lead TRM’s go‑to‑market strategy for Banking and Financial Institution customers across North America. This leader will oversee a team of Account Directors driving deep engagement within the US Private Sector market—accelerating revenue growth, expanding TRM’s presence within major financial institutions, and elevating our expertise in stablecoins and financial crime risk management.
We’re looking for a strategic, customer‑obsessed sales leader who can blend operational excellence with market vision—building scalable systems, developing high‑performing teams, and driving impact in a fast‑moving environment. This individual will be fluent in the financial institutions ecosystem, capable of navigating complex procurement, compliance, and partnership structures to close multi‑million‑dollar enterprise deals.
Impact You Will Have
Scale TRM’s Financial Institution Business: Build and execute a strategic sales plan to achieve ~$6M in annual revenue, expand share of wallet within key accounts, and position TRM as the trusted partner of choice for blockchain intelligence across the FI ecosystem.
Lead and Develop a High‑Performing Team: Recruit, coach, and enable Account Directors focused on Financial Institutions; shorten ramp time, raise product fluency, and ensure consistent quota attainment.
Strengthen TRM’s Market Presence: Deepen relationships with executive stakeholders across banking, payments, and compliance; champion TRM’s insights through thought leadership and customer advisory engagement.
Drive Operational Excellence: Build repeatable sales motions and scalable infrastructure for pipeline management, forecasting, and RFP response—sustaining TRM Speed while ensuring discipline and precision.
Partner Cross‑Functionally: Work with Marketing, Product, and Customer Success to align market feedback, shape GTM initiatives, and accelerate product adoption across the Financial Institutions segment.
What We’re Looking For
10+ years of enterprise SaaS sales experience, including 5+ years leading teams selling into large North American Financial Institutions.
Proven track record of consistently exceeding $5M+ annual revenue targets in highly regulated or compliance‑driven markets.
Deep knowledge of Financial Institution operations, procurement processes, and decision‑making hierarchies; ability to navigate complex buying centers.
Expertise in financial crime, AML, sanctions, or compliance technology strongly preferred; stablecoin fluency a plus.
Demonstrated leadership excellence—motivating teams through clarity, accountability, and urgency.
Strong communicator and storyteller who can translate technical capability into strategic value for C‑suite stakeholders.
Highly adaptable, self‑directed, and data‑driven, with the ability to operate effectively in dynamic, high‑growth environments.
Collaborative mindset with proven success working cross‑functionally to close strategic, multi‑stakeholder deals.
About The Team
The North America Private Sector team operates with a high‑performance mindset grounded in collaboration, ownership, and urgency. We share competitive insights, deal strategies, and customer learnings freely—accelerating collective success. We communicate primarily through Slack, meet weekly for 1:1s and team syncs, and join monthly Pod sessions with our extended GTM organization.
Our team predominantly operates in the EST timezone, with some members in PST. We start our day around 8:00 am and typically finish after 5:00 pm. While we may work beyond standard hours when necessary, we deeply respect family time and strive not to intrude on it. We're committed to contributing whenever needed, ensuring our team's success isn't confined to a 40‑hour workweek.
Learn About TRM Speed In This Position
Rapid Enablement: Reduce new rep time‑to‑ramp below the GTM average through hands‑on coaching and systems thinking.
Accelerated Pipeline Generation: Develop and launch at least two targeted sales campaigns per quarter, focused on Banking and FI pipeline acceleration.
Operational Rigor: Maintain sub‑1‑week RFP response turnaround and consistent forecasting accuracy across your team.
Customer Impact: Deliver at least two net new FI client wins within the first six months through strategic, high‑quality execution.
Life at TRM We are building a safer world. That promise shows up in how we work every day.
TRM runs fast. Really fast. We’re a high‑velocity, high‑ownership team that expects clarity, follow‑through, and impact. People who thrive here are energized by hard problems, experimentation, and direct feedback. If something takes months elsewhere, it often ships here in days.
That pace isn’t for everyone. If you are optimizing primarily for consistent work‑life balance, use the interview process to pressure‑test fit. We want teammates who thrive here, not just survive here.
AI Fluency at TRM AI fluency is a baseline expectation at TRM.
We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks.
At TRM, AI Fluency Means You Are Among The Top 10 Percent Of Operators In Your Function In How You Apply AI To
Accelerate repeatable workflows
Structure and solve problems
Improve output quality
Increase speed and leverage
You will be evaluated on applied AI fluency during the interview process.
Leadership Principles
Impact‑Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly.
Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday.
Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger.
Interviewing at TRM: How We Hire and What Success Looks Like
Driving critical investigations that can’t wait for typical business hours.
Shipping products in days when others would schedule quarters.
Partnering with teams across time zones to deliver insights while the story is still unfolding.
Building new solutions from first principles when the playbook doesn’t yet exist.
Protecting victims and customers by tracing illicit activity and disrupting criminal networks.
Join our Mission At TRM we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast.
TRM is a Series C company with $220 M in total funding, backed by Blockchain Capital, Goldman Sachs, Bessemer, Y Cooper, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed‑first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.
Privacy Policy And Additional Information By submitting your application, you are agreeing to allow TRM to process your personal information in accordance with the TRM Privacy Policy.
Our typical hiring cycles for specialized roles span 24 to 36 months. Accordingly, we retain your personal information for up to 36 months to evaluate your application and to consider you for current and future employment opportunities, unless you request earlier deletion or a different retention period is required or permitted by law.
To notify TRM Labs that you believe this job posting is non‑compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance.
We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form.
Recruitment agencies TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third‑party agency or company without a signed agreement.
Learn More Company Values | Interviewing | FAQs
#J-18808-Ljbffr